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Capture Director
Capture / Commercial Director
Hybrid working across the south of England
If you have a passion for influencing deals, this could be a great fit
About the Role
A leading technology and engineering organisation is seeking a highly skilled, commercially minded Capture / Commercial Director to play a pivotal role in shaping, structuring, and closing their major commercial deals. This position involves developing go-to-market strategies, bidding for competitive opportunities, and driving high-value, strategic business growth across the tech and defence sectors.
This is a senior commercial leadership role, operating at the forefront of complex customer engagements. As the Commercial Lead, you will:
- Shape and secure large-scale, high-value contracts and campaigns.
- Advise executives on commercial outcomes and influence decision-making.
- Lead negotiations, commercial strategy, and long-term growth initiatives.
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Responsibilities
- Lead the commercial strategy and deal capture for major campaigns and high-value opportunities.
- Develop go-to-market strategies and hunt competitive bids.
- Shape, structure, and negotiate complex commercial agreements, including:
- Customer contracts
- Teaming agreements
- Memoranda of Understanding (MoUs)
- Collaboration arrangements
- Develop pricing strategies, risk/reward models, and commercial governance frameworks.
- Act as the senior commercial ambassador within global capture teams, advising executives on decision-making.
- Build and maintain senior-level customer relationships to ensure long-term commercial success.
- Provide leadership, guidance, and coaching to commercial and supply chain professionals across campaigns.
- Drive commercial risk identification and mitigation throughout the bid lifecycle.
- Ensure the right commercial capabilities are deployed to achieve long-term business growth.
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Requirements
- A proven track record of modelling commercial campaigns and closing large-scale deals in technology or defence—essential.
- Extensive experience leading deals from early campaign stages to final execution.
- Strong background in negotiating with senior stakeholders and influencing strategic outcomes.
- In-depth understanding of commercial strategy, pricing, and risk management.
- Ability to operate at pace in high-pressure environments, driving high-value commercial close.
- Experience in managing or mentoring commercial teams within matrix organisational structures.
- Prior experience in customer-facing capture, bid, or commercial roles.
- An entrepreneurial, commercially astute, and highly accountable leader with the ability to work autonomously at senior level.
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